What To Do To Give Referrals: Blacklight Sustains
Count three to your right.
Take this minute to describe, in detail, the difference, for this Member, between you giving them a Home Run and a Grand Slam referral.
Do you know when you make the connection how good this is going to be for them? How?
When the person three to your left is talking about you, take notes. Use future InfoMinutes and 7-Minute Presentations to clarify where you believe it’s important.
Response from Wendy Kinney
from the PowerCore Team
I know that I don't know!
A member of another association asked me to refer someone for payroll. They are a certified cranky person, and John Lee owed me a favour, so I gave it to him.
When he turned in the We Did Business slip he marked it GRAND SLAM.
I was aghast!
I thought they ran their small business with two employees in their basement.
Turns out they had +180 employees in six countries!
I remember thinking "If that's what you want, I can give you more of that."
Response from Mark Salmon EA
from the North Point Team
My definition of a home run is one what that provides a nice but one-time payment. A grand slam would be if its recurring at a frequency that results in significant recurring income preferably generational.
Response from Julia Cantu
from the Towne Lake Team
For me, a Home Run referral for a banker is a business owner looking for a new banking relationship, a line of credit, or financing for growth. There is a clear need and a good opportunity to earn their business.
A Grand Slam referral is a business owner who is unhappy with their current bank, needs multiple banking solutions, and is open to moving the entire relationship. That could include business checking, treasury services, lending, merchant services, and personal banking relationships.
The difference is the depth of the relationship. A Home Run is a good opportunity. A Grand Slam is a long-term relationship where the banker becomes a trusted advisor and supports the growth of both the business and the owner.